Dealers are seeking ways to stand out from the crowd

Clients prove demanding even in the downturn

By

Natasha de Terán

July 20, 2009 3:20 p.m. GMT

Investors are a fickle and demanding bunch, even at the best of times. Amid the current turmoil, they must be especially challenging to service. Not only do they expect a wide spectrum of support from their derivatives counterparts, but they are changing their priorities when choosing dealers. They say there is ample scope for dealers to improve in several areas, but they will not necessarily award business to those that do so.

Carl James, global head of dealing at Fortis Investments, admitted his firm's main...